As soon as I speak, I can convince everyone

Chapter 14 When God is wrong, he must refute it (1)
As sharp as Jack Ma, being brave and being yourself is king
Hit the nail on the head, only then can shock everyone

Ma Yun is sometimes a high-profile person, but he is not ostentatious.In dealing with people, Ma Yun has always been able to grasp the best speed.It is precisely because of this that so many people like him.Looking at other people, they are either too flamboyant to be disliked by others, or they are too low-key to attract the attention of others.However, Ma Yun, who has a degree of relaxation, often speaks surprisingly, showing his sharp side.

Ma Yun is a private entrepreneur. He went from having nothing to owning a huge Ali empire. He has experienced glory and troubles, but he survived them all.Naturally, a lot of experience has been accumulated during this period.Ma Yun's experience is summed up by facing the naked reality, and many of them are lessons of blood.

Generally speaking, when a person starts a business, he is full of longing. At this time, he is an idealist.When encountering difficulties and finding that entrepreneurship is cruel and different from what I imagined, I will complain about reality.At this time, if he heard the experience and truth summed up by Ma Yun from his blood and tears, he would never accept it.Because this is too different from the ideal fantasy in their hearts.However, Jack Ma's sharpness lies in the fact that he only speaks the truth and speaks the truth, and does not care about the feelings of these people.This is a principle and a responsibility to the latecomers.Good advice is always harsh, as long as it is useful and touches the essence, it must be said.

In a business event held in Chongqing, facing many entrepreneurs, Jack Ma said:
The world economy is becoming more and more complicated, but everyone has the same opportunities. When you are poor, I am also poor.I think the private economy is difficult now, but not the most difficult. Compared with 30 years ago, the private economy is getting better and better. We should be grateful for this opportunity.

Successful entrepreneurs rarely listen to economists, because good or bad economic conditions have nothing to do with economists. There are bad companies in good times, and good companies in bad times.Therefore, the private economy should do its own thing well, strengthen its own ideals, and do everything by itself.

I firmly believe that if the Chinese economy is going to get out of the predicament, it must rely on private enterprises, but it is a pity that I just heard someone say that the government needs some kind of policy. Just waiting for the policy is like opium, and the addiction cannot be stopped.In the face of difficulties, private enterprises need to rely more on their own efforts, just like rainy days do not necessarily make people wet, as long as you hide well.

Alibaba has achieved some success now, but what is our success based on?There are so many people smarter than us. When Alibaba went public, there were already [-] to [-] millionaires. I asked at the time, is it because we are capable?Anyway, I even took the college entrance examination for three years, the success is actually because of our persistence.

When I started my business, I wanted to prove one thing: If Ma Yun can succeed in starting a business, then 80% of people can also succeed in starting a business, so everyone must have ideals and be persistent.

To be a business is not to do today, but to do it 10 years later. In the 20th century, we did business by looking for opportunities. In this century, we do business to solve social problems. Only by solving social problems can we have opportunities.After 10 years of steadfast development, the enterprise will definitely come out.

This is a very sharp sentence, and it does not show mercy at all.Many people may feel uncomfortable after hearing this passage, because Ma Yun denied some of their practices and opinions, but we have to admit that what Ma Yun said was right, because he touched the essence.This is Ma Yun, who can always hit the nail on the head and surprise everyone with his words.

If you want to speak, you must learn from Ma Yun, speak sharp words, speak words that touch the essence, instead of talking nonsense.The truth may offend people, but that is only temporary, and one day the other person will understand our intentions.What's more, not everyone in this world is a fool, and many people can still hear the truth.Therefore, when necessary, you might as well make your words sharper, just like Ma Yun, be a sober person who does not follow the crowd.

Sharp words sometimes make people uncomfortable. Others are uncomfortable not because we made mistakes, but because we touched other people's emotions.These are temporary, because profundity itself is a kind of cruelty.After the cruelty, we see things as they are.

Ma Yun's success depends on this ability to directly reach the essence of things.

Let the expression be visualized, and the persuasion will be doubled

Many people want to make their language vivid, but no matter how hard they try, they can't get it right.In fact, it is not difficult to make the language more vivid, just use more metaphors.

Straightforward reasoning is a kind of logical speculation, which is rigorous but boring.Such words may make people unable to find fault, but it is difficult for people to like them.But using more metaphors is different. Using metaphors to explain a problem is to use language to create a situation for the listener. Many of these situations have been experienced by the listener or have been told by others, so there will be a more intuitive know.Although a metaphor is not as rigorous as a direct statement of logic, it is more vivid, vivid and attractive.This is the usefulness of metaphor, which makes people feel more substituting.

A master speaker must be a person who is good at using metaphors, and Ma Yun is such a person.Ma Yun's speech is very casual, easy to use, but very vivid, because he can use a lot of examples and metaphors, which can instantly make people feel a sense of substitution, and then complete his own persuasion.

The following is a dialogue between Ma Yun and the audience in "Ma Yun and the Post-80s Face to Face".

Audience: Hello, Mr. Ma Yun, I graduated from foreign economics and trade, and started a business with a friend. I have a question to ask: What bothers me now is that the quality of a man is very important to never give up, but sometimes you have to learn to give up. Finding the balance between never giving up and learning to give up?How do you find a balance in starting a business? If you want to earn 50 yuan a year, if you don’t earn 50 yuan, will everyone go home?Will you continue if mission and values ​​don't pay you off?
Ma Yun: This is a good question, the difference between never giving up and learning to give up.To succeed you must never give up and overcome all kinds of difficulties, but you will only start to improve when you learn to let go.If this is a wall and you want to go around it, you will never give up and hit it or you will not be able to hit it. To learn to give up is to take a step back and see if you can go around the edge.

What is strategy?From this map, we can see that Hangzhou is such a short distance from Beijing, but it is actually a long way to go. Let me tell you that the gap between ideal and reality is very far.However, we should learn what to give up and what not to give up.What I will never give up is my mission and values. I immediately shut down the company, but I will not say that I gave up these things for the sake of making money.99% of the companies in China are making money, but they may not have grasped the mission. When I make money with my mission and values, I feel at ease. I will not make more money than others, but I am at ease.I help my team pay attention to integrity and embrace change.

There must be someone in this world who earns more money than you. The question you asked just now is that if we can’t make money, we will give up?Most companies see it that way.I think that if we do something that contributes to the society, if we don’t make money, this matter will not contribute much, but if you make money, it may not necessarily contribute to society. Enterprises that really contribute to society must be Make money, that's for sure.It is necessary to establish the entire system of mission and values, and develop sustainably forever, and you will not be far away from this.Therefore, it is useless to practice appearance without internal strength, and it is useless to practice only internal strength without appearance. The combination of the two is a master.

Giving up and persistence are relatively vague concepts, but Jack Ma uses a metaphor of a wall to make them vivid in an instant.The same goes for strategy. Many people are talking about strategy, but few people know what strategy looks like. But Ma Yun used a simple metaphor to make the audience understand.This is the art of speech.

If you want others to concentrate on listening to your speech, you must speak vividly and grasp the heart of the other party.The best way to grasp the other person's heart is naturally to create a fixed situation and let the other person's thinking develop in this situation.Only in this way can we ensure that their attention is always on us.

But many people also understand this truth, but they don't know how to do it.If you know more about Ma Yun's way of speaking, you can understand a thing or two.

Ma Yun is a master of storytelling. The reason why he can tell so many stories and tell them well lies in two points.One is sufficient knowledge reserves. Only by knowing more can one speak more.The second is to use the tone of voice.We all have this experience. It was originally a very interesting story, but when it was told by some people, it became dull.The main reason is the inappropriate use of tone.Telling jokes by reciting aloud will naturally have a reduced effect.

Therefore, if you want to make your own language vivid, you need to accumulate more knowledge. Only in this way, when talking about a problem, can you think of what to use as a metaphor for the truth we are going to talk about.Another thing is to pay attention to the change of tone. Many people want a flat life, but many people hate a flat tone.

Grasp the degree of "unbearable, no need to bear"

Even a person who is indifferent to the world will encounter all kinds of troubles, and some people will say what about us.And normal people are rarely able to stand aloof from the world, so they have to face this kind of problem even more.Ma Yun is a businessman and a well-known entrepreneur, so he naturally encountered more similar problems.

When faced with doubts from others, how to say and how to say it is a matter of great learning.

Generally speaking, if the other party asks a question just because they don't understand what we mean, then it's fine to answer it directly.But if that person is deliberately targeting us, we might as well bear with it for now. If he jumps out after only hearing some bad words, it will inevitably give people a feeling of being too fussy.But if the other party is always making trouble for us, or saying something that we cannot tolerate, then we might as well refute it directly.

When I was a guest on the "Face to Face" program, I talked about the taxation of online stores. Someone asked Ma Yun a question. While Ma Yun answered this question, he also responded to some economists.

Li Chengdong: I am more in favor of betting that Jack Ma will win, but I have a different view, where is it?That is, we know that offline retail has been affected.In fact, taxation comes from offline. The retail system knows that there is no taxation for online transactions on Taobao, but there is taxation on Tmall. What does Jack Ma think?If the tax is imposed, can Taobao's things be cheaper?What kind of attitude do you have, and does it affect Taobao itself?
Ma Yun: This is a good question. This question was raised by an economist who often talks nonsense. It is not you and has nothing to do with you.I know an economist who took the lead in proposing that Taobao’s success is due to the high taxation in China.Because we are used to thinking that other people's success must be due to some loophole.Do you think there is a reason for this?There is this reason, how big this reason is, it is very, very small.On Taobao, today, 94% of sellers are not included in the tax collection ratio.But because this is not included in the taxation, the annual turnover of these people is less than 24 yuan, and these have become the main market of Taobao.More than 6%, we found that many people have already started to pay taxes. Today, Taobao relies on Taobao’s growth and development to create jobs indirectly and directly. There are 1000 million people. We add 6% of all taxes to 60 billion. The country is willing Even if the five or six billion yuan is collected, we still hope that these 60 million people will create more opportunities for entrepreneurship and employment.I personally feel that Taobao is today, as I said four years ago, it is immoral for a company not to pay taxes, you can’t say that I don’t pay taxes.I told Taobao that today’s era is just the beginning of a dividend era of debt.

If you don’t prepare for this, you won’t be able to go far. It’s impossible to sustain the economy without paying taxes. So I’m assuming that China starts to levy taxes. I believe 100% that companies like Taobao will continue to create more miracles. come out.Because they don't rely on a little bit of tax evasion as people imagine, they survive on innovation, they survive on hope, and I have hope for them.

If the other party is well-intentioned, we naturally have to respond with kindness, but if the other party is malicious, we can just counterattack directly.You must know that repaying grievances with virtue is a virtue, and repaying grievances with honesty is the norm.If the other party is always making trouble for us, why should we endure it?Just respond directly.

Of course, the response also needs to be technical.Generally speaking, malicious remarks must be intentional, and you must be more careful when responding to them at this time.If you talk nonsense, it is very likely that they will find loopholes in our response and attack us more violently.

In a word, the attitude must be tough, but the theory must be complete.Just like Ma Yun, pointed out that some economists are nonsense, and then gave the reasons for their nonsense.In this way, the audience can naturally judge which is right and which is wrong.If it is just to vent emotions, it will make people grasp the handle and get themselves into trouble.

Forbearance is a virtue, but forbearance is not a virtue, but cowardice.For those with malicious intentions, just hit back directly.When you can't bear it, you don't need to bear it anymore.

Crisis public relations, the best policy is to retreat
In Ma Yun's business career, there are also many ups and downs.He has created several companies, and although they all achieved certain achievements, they finally gave up because they could not realize their ultimate dream.In the end, Ma Yun became Alibaba, which is where his dream lies, so he persevered and achieved success.

But Alibaba's journey has not all been smooth.Among them, the price increase event of Taobao Mall was a big fluctuation. Many users were dissatisfied and protested against Jack Ma.

After Ma Yun received the news, he rushed back immediately and gave a speech to the dissatisfied.

(End of this chapter)